IDEAS home Printed from https://ideas.repec.org/a/abg/anprac/v12y2008ispe652.html
   My bibliography  Save this article

The influence of retail format on relationship continuity among fashion retailers and their suppliers

Author

Listed:
  • Elias Frederico
  • André Ricardo Robic

Abstract

This paper presents the underlying determinants of relationship continuity among fashion retailers and their suppliers. Bibliographical review has focused on channel, industrial and relationship marketing literature and identified trust as a key role player for relationship continuity. Survey data has been collected from 154 product managers working in 29 fashion retail firms, belonging to 4 distinct retail formats: high and low end specialty shops, department stores and hypermarkets. Data has been grouped in factors and their influence over intention to stay measured under factor analysis and multiple regression techniques, respectively. Six correlated factors to dependent variable have been identified: supplier competencies, sales rep characteristics, willingness to agree, supplier values, product development and agility. Retailers, depending on the retail format, assign different weighs to these six determinants.

Suggested Citation

  • Elias Frederico & André Ricardo Robic, 2008. "The influence of retail format on relationship continuity among fashion retailers and their suppliers," RAC - Revista de Administração Contemporânea (Journal of Contemporary Administration), ANPAD - Associação Nacional de Pós-Graduação e Pesquisa em Administração, vol. 12(spe), pages 89-118.
    • Handle: RePEc:abg:anprac:v:12:y:2008:i:spe:652
    as

    Download full text from publisher

    File URL: https://rac.anpad.org.br/index.php/rac/article/view/652/649
    Download Restriction: no
    File URL: https://rac.anpad.org.br/index.php/rac/article/download/652/649
    Download Restriction: no
    ---><---

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:abg:anprac:v:12:y:2008:i:spe:652. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Information Technology of ANPAD (email available below). General contact details of provider: http://anpad.org.br .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.